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Partner & Channel Sales Director

Job Description

The Opportunity

Denodo is looking for a creative, focused, well-organized and highly-motivated individual to drive their Partner and Channel Sales in North America / APAC. This individual will win, maintain, and expand relationships with channel, reseller, and systems integrator / consulting partners and is responsible for achieving sales, profitability, and partner recruitment objectives. The role carries an Indirect / Influenced Sales quota and requires working closely with marketing to drive joint demand-generation and with Direct Sales colleagues in the field to accelerate opportunities through partners. Operating at a strategic level, the candidate will help create new programs and incentives to grow partner ecosystem for sales and services that meet the needs of both partners and customers, so this position is not routine.

Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.

Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

Ensures partner compliance with partner agreements.

Drives adoption of company programs among assigned partners

Monitors performance of partners and coaches them to higher levels of success.

Assist the overall business development team in developing good PRM systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.

Enlists the support of territory direct sales, inside sales, marketing, service resources, and other sales and management resources as needed.

Closely coordinates company executive involvement with partner and end-user customer management as appropriate.

This position may have direct report staff assigned to support responsibilities within specific territories or programs.

Location

Singapore, SINGAPORE

Function

Business Development

Qualifications

We require:

BS/BA or higher degree

5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software company.

Track record of results-oriented sales and partner management that sets and achieves metrics for partner recruiting, enablement, opportunity generation, revenue.

Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus.

Excellent verbal and written communication skills to be able to interact with technical and business counterparts both within and outside the company.

Professional sales training would be an advantage but not essential.

Willingness to travel around 25-50%.

Be a team worker with a positive attitude.

Employment Practices

We are committed to equal employment opportunity. We respect, value and welcome diversity in our workforce.

We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee.